No BS Sales School

In this episode of the No BS Sales School podcast, Walker gives excellent points on why you shouldn't be doing free consultations anymore. While it can be an effective marketing tool, giving away free information hurts your business because it devalues your products and/or services. As an alternative, Walker talks about a way to gauge your customer's commitment that also allows you to get something in return.

HIGHLIGHTS

• How free consulting can hurt your business 
• It's okay to get something in return 
• A free proposal does not make up for a weak pipeline
• Learn to sell your monkey's fist first 

QUOTES

Walker: "Don't give away your hard-earned, heard-learned information for free. Because when you do, people don't put any value in it."

Walker: "You have equal business stature with all of your prospects, every single one. And I realize, we say to ourselves, oh but they can tell me no and they can go get it from somebody else. Right, and you can sell to somebody else too." 

Walker: "If you give something, get something in return. It can be asking for access, it can be asking for information, it can also be asking for money. Just because nobody has done it that way before in your business, doesn't mean you can't start." 

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

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In this episode of the No BS Sales School podcast, Walker talks to Jason Marc Campbell. Jason talks about selling from a place of love, what it means, and why doing so helps create a more efficient and fair marketplace for all. For him, sales is an exchange of energy, and if nothing else, that energy should come from a place of caring about its impact to the buyer, to you, and the world at large. 

Jason is the author of the book Selling with Love: Earn with Integrity and Expand Your Impact and is the host of the Selling with Love podcast. 

HIGHLIGHTS

• Most people don't like sales 
• Sales is an exchange of energy 
• Empathy and manipulation are two sides of the same coin
• What do you mean by selling with love?
• Lessons learned while writing the book 
• Some of the best sellers aren't wearing the label of a salesperson
• It's okay to show some vulnerability
• Customers don't care about you
• Life is not worth living with targets on your back

QUOTES

Jason: "Sales is energy exchange between conscious beings. If I'm taking goods and services from you, it took energy to make that happen and to be available for me to purchase. If I'm giving you money, money is nothing but stored energy." 

Jason: "Sales is a language of empathy. And what you're trying to do is to make them understand the value you want to bring them. And so, you can't blame the buyer if they're not taking action on something that's incredible and you know it's gonna solve their problem and they're not buying, well you didn't learn the language.

Jason: "When I knew that what I had to offer was so much more than what I'm asking in return, that's what I say it's selling with love. Because you're really willing to take the risk because you know that what you're offering is more than what you ask in return." 

Jason: "You have the moral obligation to step up to a higher standard with the way you sell, which is being clear on the impact for the buyer, being clear on the residual impact it makes for the world, being clear that there's a positive impact for you as well and that's okay. We need more role models of salespeople selling right, selling good products, and making the world a better place." 

Where to find Jason and other resources:

• LinkedIn: https://www.linkedin.com/in/jasonmarccampbell/
• Website: https://www.jasonmarccampbell.com/
• Podcast: https://podcasts.apple.com/us/podcast/id1489932627?mt=2&ls=1

Buy Jason’s book Selling with Love: Earn with Integrity and Expand Your Impact: 

• https://www.amazon.com/Selling-Love-Integrity-Expand-Impact-ebook/dp/B09PW9MJW3

Get the first chapter of Jason's book Selling with Love: Earn with Integrity and Expand Your Impact for free: 

• https://www.sellingwithlove.com/nobs

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Despite what some self-styled sales experts say, outbound sales is not dead, it is very much alive and should be a part of any good sales strategy. In this episode of the No BS Sales School podcast, Walker McKay talks to MonsterConnect founder and CEO Brad Seaman. Brad talks about the importance of doing research before doing cold-calls and finding out what your prospect really cares about. The more you know about your prospect prior to the call, the better your chances are at closing a deal afterwards. 

HIGHLIGHTS

• The founding of MonsterConnect and how it works 
• Your team is only as good as the people you have 
• Is outbound sales truly dead? 
• Most people hate cold-calling but we do it anyway
• Research your prospect before the cold-call 
• Personalization is not always equal to relevance 

QUOTES

Brad: "Your service company is only as good as the people, and most service places struggle because they get into what I call, peanut butter staffing. Which is, it doesn't matter whether you're a web agency or a development firm or an appointment setting company, you're only as good as the people you have during the production of the product." 

Brad: "[Cold calling] is just like lifting weights. It's just like working out. People don't want to work out, they'd rather take pills. That's why the pill market is larger than the lifting market... But going into the gym regularly and working out is the best way to build your body and health."

Brad: "Most people have two or three things that they really care about and your job as a salesperson is to find and understand what those two or three things are, and to craft a pitch that addresses those two or three things. And most people simply do not do the work."

Brad: "We spend way too much time trying to figure out what to say and not who to say it to. And not what you say doesn't matter. I do think it matters. Go home and try to kiss your wife first thing in the door when she's not happy. So it does matter. But go try and kiss somebody that's not your wife, and let's see how that works." 

Where to find Brad and other resources:

• Website: https://monsterconnect.com/
• LinkedIn: https://www.linkedin.com/in/brad-seaman-3ab4a049/

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the No BS Sales School with Walker McKay, Walker talks to psychiatrist Dr. Raynia McGee about a mental condition that Walker himself lives with: Attention Deficit and HyperActivity Disorder (ADHD). They go through the tell-tale signs of ADHD, its causes, and how people living with the condition can best address it. Dr. Raynia and Walker also talk about some of the ways that managers can deal with employees that exhibit behavior typical of ADHDs, and how people with this condition can be some of the most creative and effective problem solvers with the right motivation and management style.

HIGHLIGHTS

• Walker and Dr. McGee eyepatch story
• Getting married and entering medical school in her 30s 
• What is ADHD and how to know if you have it 
• What people living with ADHD can do to help themselves
• Are ADHD and Anxiety linked?
• Appropriate ADHD medication will not change your personality
• A manager's guide to dealing with people with ADHD 
• Things to avoid when you have ADHD 
• When you should seek professional mental help

QUOTES

I'm working twice as hard and I am barely keeping up with everyone else.' But smart, intelligent, creative just as everyone else. It's just that your ability to manipulate that information that you have is different."

Dr. McGee: "One is structure, structure, structure. Because if your day is organized and you know what you're doing then it gets easier to not be distracted by what's shiny, what's loud, what is coming in. I would also keep reminders on your phone, or whatever you're using to remind you that things need to get done." 

Dr. McGee: "Learn your best learning style. For instance, some of my ADHD patients who have businesses, or are in college or whatnot, they realize that they learn better verbally versus sitting down reading. And they learn better when they're up and moving versus being seated and having to consume information. So once they learn that then they can say what works best for me is to listen to my lecture over and over again while I'm doing something else in my room. Staying busy but still internalizing the information." 

Dr. McGee: "Anxiety is the most common comorbid mental health disorder that goes along with ADHD. Up to 20% of patients who have ADHD have some aspect of anxiety associated with it. Which will sometimes make it difficult to tease out what's the anxiety versus what's the ADHD." 

Dr. McGee: "If we get it right, you should really feel like you're not taking anything at all. In the sense that you're going through your day, you're being productive, you're doing what you need to do. I mean, you still forget things or still get upset or anxious about things. But that's normal. But you know, you should not feel medicated."

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Where to find Dr. McGee and other resources:

• Website: https://www.blackpeopletreat.com/
• LinkedIn: https://www.linkedin.com/in/raynia-mcgee-446a526a/
• Your Brain's Not Broken: https://www.amazon.com/Your-Brains-Not-Broken-Strategies/dp/0800739426
• The ADHD Effect on Marriage: https://www.amazon.com/ADHD-Effect-Marriage-Understand-Relationship/dp/1886941971

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the No BS Sales School with Walker McKay, Walker talks to performance psychologist Dr Robyn Odegaard. Robyn is an expert on performance psychology, and offers us insight into why we make excuses. For Robyn, making an excuse is part of the human condition. However, he also contends that this instinct can be controlled via intensive therapy from an expert coach. 

HIGHLIGHTS

• A traumatic experience that led to performance psychology
• Your body is designed to be antifragile
• What's the difference between real and excuse?
• Making excuses is part of the human condition
• Growth mindset vs Fixed mindset
• Not your fault, but your problem
• Beware of fake coaches

QUOTES

Robyn: "We make excuses to make ourselves feel okay." 

Robyn: "You have to be comfortable with who you are, and who you show up as in the world. And if you have that cognitive dissonance, which is what I believe myself to be and the behavior I'm engaging in are different things, then you have to make an excuse to make it match." 

Robyn: "So much of who we are, how we communicate, how we deal with conflict. I talk about communication fingerprints. So much of that is kind of imprinted on you as a child. Does that mean you're stuck with it? No. It might not be your fault, but it is your problem." 

Robyn: "The best thing you can do is find someone who'll be honest with you and talk to you. And the challenge with that is, so many people want to go to friends and family for that. And your friends and family can't really do that because there's a bidirectional relationship there and they have to be careful about damaging the relationship”.

Where to find Robyn:

• LinkedIn: https://www.linkedin.com/in/robynodegaard/
• Podcast: https://drrobynodegaard.com/quick-hits-podcast/
• Website: https://drrobynodegaard.com/

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the No BS Sales School with Walker McKay, Walker talks to sales coach Justin Cunningham. Justin talks about how he shifted from a life in entertainment to marketing and sales. Justin also talks about his sales philosophy called ‘Connect and Solve’, which is centered around finding solutions to solve a client’s problems, instead of persuasion. 

In another life, Justin was a famous skateboarder and freestyle rapper. Make sure to make it to the end for a demonstration of Justin’s freestyle genius. 

HIGHLIGHTS

• From skateboarding and rap battles to sales coaching
• Friction and propulsion in sales 
• Connect and solve
• Don't rush the buying process 
• How to establish rapport with your customers
• Keep asking 'why' until you reach the bottom of the problem
• Get attached to the process, not the results 
• Lessons learned from door-to-door selling

QUOTES

Justin: "It's about finding those performance black holes. Often, you don't need to reinvent yourself. You don't need to reinvent every tech and every strategy, and every sales technique. It's just finding, as Daniel Ariely, the social anthropologist would say, you should always look at your business systems and look at, are you increasing friction or increasing propulsion." 

Justin: "My sales methodology, I call it 'Connect and Solve.' And so, my whole ethos is really around the deeper connection I can make, the deeper opportunity I can solve. And of course, [this] leads to, from a pragmatic standpoint, a bigger sales opportunity, bigger profit, more lines on the invoice, more items per sale."

Justin: "You need to understand what the opportunity is. Connect and solve, not attract and convert. You can say all the right things and you might be a super confident rock star, and I'm happy for you. But I guarantee you, if you're rushing, you're leaving money on the table, and you are not actually developing empathy and rapport."

Justin: "Just show up and be everything you can be. When in doubt, ask good questions and shut up." 

Where to find Justin:

• Free Resources: https://sociatap.com/justincunningham/
• Website: https://ishiftresults.com/
• LinkedIn: https://www.linkedin.com/in/justincunningham1/

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• From communications to recruitment 
• Jumping ship to entrepreneurship 
• Are employees nowadays just lazy and entitled?
• Employers need to move fast to secure qualified talent
• Setting expectations is key in the recruitment business

QUOTES

Erin: "I think that the perception is that people are just choosing not to work, but that's not my experience when I talk to candidates. I think that they are taking time to say, what do I really want, what is most important for me in life, and what career will align with what I want to do personally and professionally."

Erin: "Now, 2022 and kind of the end of the end of 2021, it is what I would say, the recruiter's version of a buyer's market. It's a candidate-driven market. They have their choice and opportunities. They're typically entertaining multiple offers, and so companies have to move fast and they have to be prepared to give their first and best."

Where to find Erin:

• LinkedIn - https://www.linkedin.com/in/erinricheycarlson/

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• Warn client that the incumbent that you just replaced may call them 
• Address buyer's remorse before it comes 
• Prepare them for possible issues with implementation 

QUOTES

Walker: "Nobody likes change. How are you gonna handle it when they give you blowback and say, hey, we don't like this. We don't want to do this, we think this is a bunch of crap. Get them prepared for that. Tell them it's gonna happen." 

Walker: "If nothing else, you're showing your expertise, you're showing you understand them, and protecting them from any kind of fallout that's gonna happen from the sale you just made."

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• Sell today, educate tomorrow 
• Look for confirmation along the way 
• Ask for feedback using the 10-scale 

QUOTES

Walker: "Remember, before you give something, get something in return."

Walker: "Hey, look I'm happy to talk to you about price. Let's pretend we agree on price, that you're okay with it. What do you see happening next? Because I want to find out, is there a hidden decision maker somewhere, are there other objections that they're gonna have, I want to make sure that price is the last thing I'm talking about. I want to make sure everything else is out of the way."

Walker: "I'm not pushing somebody to tell me yes, I'm asking for a decision. We're keeping the prospect, we want them to continue to have agency. We're not forcing them into a corner." 

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• Close the deal before you present your solution
• Confirm what you've heard them tell you
• Use their language to show that you're paying attention
• If they're not committed, you ain't going to fix it
• Take no pressure, give no pressure

QUOTES

Walker: "What we're closing for is not for a purchase. That comes later. That happens more organically. What we're closing for is a decision: yes or no. We're getting a prospect to agree, one more time, before we give away our information, before we give away everything that we have, which the prospect can eventually use against us. Before we do that, I want to get confirmation that we're gonna get a yes or a no."

Walker: "If you're not sure you want to move forward, let's just call it a no. Is that okay with you? I'm actually pushing for a no. Why the hell would I do that? Because I want to make sure this is not just my idea. I want to make sure this is the prospect's idea too."

Walker: "No pressure from me. I will take no pressure, I will give no pressure. The only pressure I might do is say, listen, if you're not sure you want to do this, let's call it a no. There's no trick there. There's nothing there. I just don't want to be a pressure-giving salesperson."

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.